The Sandler Rules: Forty-Nine Timeless Selling Principles... and How to Apply Them
David Mattson
Jul 2017 · Ascent Audio · Narrated by Sean Pratt
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3 hr 55 min
Unabridged
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About this audiobook
The definitive resource for effective sales leadership, based on the proven principles of the Sandler Selling System.
Here's a mystery. We have a common language and a common process for every single department in the organization . . . except sales. Everyone in accounting talks the same language. In marketing, there's a very analytical process by which team members agree to measure the results. In operations, or engineering, or any other part of the organization you care to name, everyone agrees on the process by which the work gets done, and everyone agrees on the key terms that connect to that process. Yet sales, for some reason, typically doesn't have a consistent process that managers and employees can understand and agree to follow. In fact on most sales teams, salespeople tend to resist any attempt to establish a consistent process for the team as a whole . . . and managers tend to let them! Why?
The Sandler Rules for Sales Leaders details a sales management process that works. It offers forty-nine timeless, proven principles for effective sales leadership, based on the Sandler Selling System.
Here's a mystery. We have a common language and a common process for every single department in the organization . . . except sales. Everyone in accounting talks the same language. In marketing, there's a very analytical process by which team members agree to measure the results. In operations, or engineering, or any other part of the organization you care to name, everyone agrees on the process by which the work gets done, and everyone agrees on the key terms that connect to that process. Yet sales, for some reason, typically doesn't have a consistent process that managers and employees can understand and agree to follow. In fact on most sales teams, salespeople tend to resist any attempt to establish a consistent process for the team as a whole . . . and managers tend to let them! Why?
The Sandler Rules for Sales Leaders details a sales management process that works. It offers forty-nine timeless, proven principles for effective sales leadership, based on the Sandler Selling System.
About the author
David Mattson is CEO and partner at Sandler Systems, Inc., an international training and consulting organization. He is also the author of The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them and coauthor of Five Minutes with VITO: Making the Most of Your Selling Time with the Very Important Top Officer.
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